TUI UK is ready to ditch the much-hated requirement
for independent agents to hand over customers’ booking details as part of a
shake-up of the Thomson Holidays Preferred Agents scheme.
The move is part of efforts to give independents more
freedom and remove disincentives to booking. The requirement for agents to
disclose customer names and addresses was part of its three-tier rewards
structure, introduced in October 1998. Agents aiming for the top commission
band had to adhere to strict commercial agreements, but were outraged that
their hard work could be used by Thomson for future direct mailings.
TUI UK managing director Chris Mottershead admitted
Thomson’s intention had been to contact customers directly but the operator had
never got round to organising a satisfactory way of using the details.
“There were great intentions but we are now going to
take it off the system, which will reassure agents,” he added.
Thomson will also waive its requirement for agents to
return part of their commission to qualify for a discount.
Retailers currently have to pay back a small
percentage of the commission given by Thomson if they want to offer certain
discounts on its products to customers. Only Lunn Poly and a small number of
selected agents are exempt from this.
Mottershead said: “If we have a 25% discount the
majority of agents would have to give us 3% commission back. We are now waiving
that 3%.”
He said the pay-back deal
was used by operators to boost cash
flow but did not provide a level playing field for agents outside the
vertically integrated group.